Head of GTM, Sales Planning

CaptivateIQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we're expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures,we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance. Join a talented, fast-growing team committed to solving some of the most complex and impactful problems in sales performance management.

About the Role

This role owns the numbers half of marketing, including demand, ops, field, and BDR, while a separate Head of Corporate Marketing owns brand, product marketing, and narrative. We're deliberately splitting what used to be one CMO seat into two focused leadership roles, each hired for depth rather than breadth. This is a full-ownership role youll define how these products are sold, implemented,and grown,and youll work directly with enterprise customers from the earliest stages of evaluation through long-term success. Youll report to the Co-CEO and partner closely with Product,Engineering,CX,and GTM. This role is balanced equally between pre-sales and post-sales. Youre not just winning deals youre owning the full customer lifecycle from close through expansion.

Responsibilities

Own the full GTM lifecycle for Sales Planning from market positioning through customer go-live and expansion; Catalyst will also fall under this role as a smaller,secondary objective
Define go-to-market strategy,including positioning,packaging,and the use cases that deliver the most value for revenue and finance leaders
Develop and operationalize the sales and implementation motion,and bring Product,CX,and GTM along on the strategy
Evaluate the effectiveness of our current Sales Planning GTM motion be open to evolving the approach including testing dedicated or overlay selling models based on market feedback and customer outcomes
Partner with EPD leadership to influence product decisions that impact GTM success use case prioritization,positioning,and implementation requirements while respecting that EPD owns final decisions on product development and platform architecture
Work closely with Product to translate market feedback into a roadmap that builds toward durable,scalable revenue
Drive product-market fit validation across the highest-signal use cases by engaging directly with customers and analyzing customer data
Form and test hypotheses on how to accelerate awareness,conversion,and adoption across the full funnel from lead to renewal
Serve as the escalation point for customer issues not to manage every escalation directly,but to identify thematic patterns and drive systematic process fixes
Partner with cross-functional leaders across Product,Engineering,CX,and GTM to align on strategy,build the enablement needed to sell and support both products at scale,and hold the organization accountable to execution

Requirements

10+ years in sales performance management,revenue operations or enterprise SaaS
Deep expertise in Sales Planning (territory design,quota methodology,capacity modeling)
Experience at Sales Planning vendors (Anaplan,Varicent,Xactly) or leading Sales Planning rollout in-house preferred
Experience building/scaling enterprise SaaS go-to-market and implementation motions
Strong presence with enterprise buyers; comfortable with commercial/technical conversations with senior revenue/finance leaders
Proven ability to align Product,Engineering,CX & GTM teams without positional authority
Comfortable operating in evolving product environment without perfect information
Familiarity with incentive compensation management is a strong plus
Experience with partner-led or SI-driven implementations is a plus
Exposure to AI-powered products or agentic workflows is a plus

Benefits

Comprehensive healthcare (100% coverage for medical/dental/vision for FTEs; ~75% for dependents)
Flexible time off including vacation days plus quarterly mental health days
Annual stipends for professional development and caretaking needs
Work anniversary bonuses growing with tenure
US-only 401(k) retirement savings plan
Latest Apple hardware provided
Inclusive community with active Employee Resource Groups supporting DEI goals